Revenue doesn’t come from planning, posting, or talking about sales. It comes from making the calls.

By Phil Whitebloom, Founder of BeenThere Consulting Service

A Lesson I Learned Early

I was born on the south side of Chicago, and in the summers I went to day camp. One thing I did not enjoy was swimming. I was not a good swimmer.

Every Friday, the camp counselors threw silver dollars into the swimming pool. When the whistle blew, all of us kids dove in and grabbed as many as we could. Whatever you came up with, you kept.

That was the time of the week I actually wanted to get into the pool.

I suddenly became a very good underwater swimmer, even though I still could not swim well on the surface. Fear did not disappear. Skill did not magically improve. Motivation did. I wanted those silver dollars, and I went after them.

It was a great equalizer. I was one of the smaller kids for my age, yet size did not matter once everyone was underwater. The only thing that mattered was my willingness to dive in and how long I could hold my breath.

If I did not get in the pool, I got zero silver dollars.

And oh, by the way, I always got plenty of silver dollars.

Different pool today. Same rule.

If you do not make the calls, you do not make the sales.

Obvious Statements. Real-World Reality.

You have to make sales calls to make sales.

Thank you, Captain Obvious.

I know how ridiculous that sounds to even write. Yet here we are, because while it sounds obvious, the results tell a very different story.

If you are a small business owner, there is no shortage of important things that need to get done. Operations matter. Marketing matters. Admin matters. Customer issues matter. Planning matters. All of it takes time, and a lot of it is stressful.

And here is the uncomfortable part.

None of it is more important than making sales calls.

Before you know it, the day is gone. Then the week. Then the month. And the question you tend to avoid shows up anyway.

How many sales calls did I actually make?

I know this pattern well because I live it.

At the end of the day, if you are not making sales, none of the other work matters. Without revenue, everything else is just motion.

A sales call is not activity. It is not prep. It is not follow-up. It is not posting.

A sales call happens only when you are actually speaking with another person. That can be in the same room, at a virtual meeting, or on the phone.

Everything else is support work.

What Top Performers Do Differently

The best salespeople I ever had the privilege of working with were always out in front of customers.

They were in the field so much that I assigned extra administrative help just to keep them there. They did not just hit their numbers. They exceeded them. Year after year. An off year for them was still better than a good year for most others.

The pattern was impossible to miss.

My own best years in sales followed the same rule. And when I moved into leadership, whether as a regional sales manager or vice president of sales, the biggest positive impact I could make came from being in the field with the salespeople.

That is where deals close. That is where reality shows up. That is where sales actually happen.

Just as important, being in the field is where I learned firsthand what was really happening in the marketplace. It is where I understood what my salespeople were actually thinking about, where they were getting stuck, and how I could best help them. That insight only comes from being out there with them.

If This Sounds Familiar

Sales calls start with scheduling meetings.

When you finish reading this, look at your calendar for the week ahead. Then decide who you are going to call to schedule more meetings this week, next week, and even the week after that.

Keep doing this until you have meetings scheduled every single day.

Those meetings create opportunities. Opportunities create sales. Sales create cash.

If you are a business owner or sales leader and this feels familiar, this was written for you. And if you know someone who stays busy yet struggles to generate consistent revenue, send them this post.

This is also where I come in.

I get the call when the sales game plan is failing. Pipelines stall. Close dates slip. Discount pressure rises. I look at what is happening in the field and inside the business, then help design a clear, practical adjustment that gets results.

If you want an outside perspective that cuts through the noise, book a 15-minute conversation with me. We will review your scoreboard, identify the adjustment, and you will leave with a simple mutual plan.

👉https://calendly.com/beentherecs

Or reach me directly:

Phil Whitebloom

phil@beentherecs.com

240-305-7149

You can also get your complimentary e-book and schedule your discovery call in the links/QR codes below 👇

📖 Request Your Complimentary Copy of The Sales Fixer here

📅 Schedule your Discovery Call here

Have a topic you want me to cover next?

Email me at phil@beentherecs.com. I read every note.

Unlock the Secrets to Closing More Sales with “Handling Objections: Clues for Closing the Sale” by Phil Whitebloom

Are you tired of hearing “no” or struggling to close the deal? In Phil Whitebloom’s book, you’ll learn how to turn objections into golden opportunities to secure the sale.

Whether you’re new to sales or have years of experience, this book is packed with actionable insights that will elevate your approach to closing deals.

Here’s what others are saying:

Kelley Ridings says, “This book is a valuable resource! It opened my eyes to the psychology and problem-solving involved in sales. If you need to understand sales better, this is the book for you!”

Richard O., a successful small business owner for 35+ years, calls the book “a breath of fresh air” and says it’s packed with useful ideas for closing deals.

Brianna Hendley points out, “An objection is not a NO. It’s an opportunity to ask more questions and uncover your client’s true needs. A fun and impactful book I refer back to regularly.”

David Illig reminds us that everyone is a salesman in life, “Whether it’s a product, an opinion, or a point of view, Phil Whitebloom will guide you to a successful conclusion.”

Bryan Lilly describes the book as “a good tour of ideas and examples” that help you navigate different objections with key principles.

M.J. James highlights, “If you’re in a sales slump, this book will teach you how to embrace objections and turn them into catalysts for closing more deals.”

Anew Metabolic Health says, “Working with Phil has been life changing. After just one free discovery call, he helped me rebuild my entire presentation, and as a result, I converted each attendee into a paid consultation client. I now sell confidently without scripts or pressure, simply by providing genuine value. If you want someone who can transform your confidence and your sales process in an hour, Phil is it. Highly recommended.”

Don’t wait—level up your sales game and turn those “no’s” into “yes’s.” Get “Handling Objections: Clues for Closing the Sale” now and take the first step toward mastering the art of closing deals. Purchase here.

Listen to The BeenThere/SoldThat Podcast

Join Brianna Hendley of Achievant Business Coaching and Phil Whitebloom as they discuss practical strategies to enhance your sales and business skills. Get ready to achieve your goals and dreams! Listen here.

More from BeenThere SoldThat

Want to know what programs you can participate in to grow your sales and business? Go to https://BeenThereSoldThat.com and see what programs are available.

Final Thought

Sales does not happen because we stay busy. It happens when we stop avoiding the pool and dive in.